About the company Our client is a young but fast-growing deep-tech start-up with big ambitions at the frontier of autonomy, perception, and defence. Their core expertise lies in 3D vision and graphics technologies, deployed in a dual-use context for inspection and defence.
This role focuses on the immediate defence context, where our client is developing software for advanced on-board UAV situational awareness.
The team consists of people who are passionate about the technology and solutions they develop. They work closely with top-tier partners and government agencies. In Ukraine, their mission is critical: delivering combat-proven situational awareness solutions that operate with low-cost sensors to support immediate operational needs. Your role As Territory Sales Manager (Ukraine), you are the sole owner of our client’s commercial success in Ukraine. This is a hybrid “Hunter-Farmer” role with a strong emphasis on new business. You are responsible for identifying, negotiating, and closing new deals, while acting as the official face of our client in the region and managing existing commercial relationships.
You will navigate a fast-paced environment with short sales cycles (3–6 months), working directly with military units, volunteers, and the Ministry of Defence. You operate with a high degree of autonomy and are accountable for the entire commercial landscape in Ukraine: from winning new contracts to ensuring existing customers grow with our client. Your responsibilities will include Full-Cycle Closing: Identifying prospects, conducting discovery, demonstrating value, negotiating terms, and signing contracts independently.
Local Representation: Acting as our client’s official representative in Ukraine; building and maintaining trust with government bodies, industry partners, and the defence community to secure long-term market position.
Account Management: Managing and expanding existing commercial accounts. You are responsible for renewals, customer satisfaction, and identifying opportunities for upsells within the current client base.
Revenue Accountability: Delivering on a specific revenue quota (targeting €1.5—2.5M) through a mix of new business acquisition and account expansion.
Active Prospecting: Aggressively building your own pipeline through local networks, military contacts, and field presence.
Commercial Negotiation: Structuring pricing and contracts within pre-approved authority limits to ensure speed of execution.
Combat Validation: Gathering and leveraging operational feedback from existing users to strengthen the value proposition for future sales.
Reporting: Maintaining accurate pipeline forecasting in the CRM to ensure visibility for headquarters. What we expect from you * 3–5+ years of B2B sales experience with a proven track record of self-closed deals. * Balanced skillset: Strong “Hunter” DNA to close new business, combined with “Farmer” skills to manage key accounts and represent the brand professionally. * Deep understanding of the Ukrainian defence landscape, including procurement processes for Armed Forces, the Ministry of Defence, and volunteer organizations. * Closing DNA: Ability to drive urgency, overcome objections, and get contracts signed without constant management intervention. * Autonomy: Comfortable operating as the sole commercial representative in the territory, managing your own time and priorities. * Cooperation: Working with our client’s Business Development team and senior management on new leads and deal closures. * Technical aptitude: Ability to learn and explain complex UAV and software concepts to technical buyers. * Language skills: Fluent Ukrainian and English are mandatory. * Based in Ukraine with the ability to travel for client meetings and field demonstrations.
What we offer * Performance-driven compensation: 50/50 split between base salary and variable commission, with the majority of variable pay tied strictly to closed revenue (new + expansion). * 25 vacation days per year. * Reimbursed travel expenses and company laptop. * Flexible working hours and the option to work remotely when not at client sites. * Working in an international, world-class team of engineers and entrepreneurs solving real-life problems with advanced technology. * Direct impact: A central role where your sales performance directly contributes to the safety and operational effectiveness of end-users. * Freedom to improve, build, and shape our client’s commercial foundation as the company scales.
